Increasing sales effectiveness

Background

For over 50 years, Williams Scotsman has been an innovative leader in modular buildings, portable classrooms, mobile offices & space solutions.  INFLUENCE AT WORK was asked by Williams Scotsman’s Executive team to work with their commercial teams to increase their sales success across the US.

What We Did

With strong support from their Leadership Team, a series of training and coaching sessions based on the influence and persuasion insights from our international bestselling book 'Yes! 50 Secrets from the Science of Persuasion' were developed.

Outcome

The results were instant and impressive with an average uplift in sales of 14% that could be attributed to the programmes.

And the impact continues. Programmes have subsequently been rolled out across Canada, Australia, France, Germany and the UK.

Client
Williams Scotsman
Service
Consultancy & Training

"Persuasive selling introduced new and innovative ways to approach customers and prospects by aligning the 6 universal principles with key milestones in the sales cycle.  By incorporating the science and practice of Influence into the sales process, we were able to realize a 20% increase in “units delivered” immediately following our initial training sessions.  Social Proof provided the greatest impact when selling value added products & services, as the sales team began referencing other similar customers who were able to save time and money by using Williams Scotsman for all of their temporary jobsite needs.  Working with Steve Martin, and his team, has allowed us to continue to build on our outstanding initial results and develop consistent training tools that directly relate persuasive principles with our business process."

 

Director, Commercial Excellence